1. 1. clients teach us 8 lessons EVERYDAY
2. 2. Hi. Im Lynn. @lynnwintermn
3. 3. I think you should go see a PEDIATRICIAN
4. 4. she was not ENGAGED COMMUNICATION had gone dark work was not getting DONE
5. 5. we must work at LEARNING from our MISTAKES
6. 6. clients YOU 01 must pick
7. 7. chose from a NUMBER of options after CAREFUL thought
8. 8. lynnwintermn cannot be earned, you either have it from the start or dont have it at all. TRUST
9. 9. the SALES PHASE is the make or break on trust
10. 10. + no competition + sales process rushed + dont have time for you + single investigator + offer you a partial job WARNING SIGNS
11. 11. + sell yourselfagain + reset expectations + learn their business + discover personal motivations + create a personal connection IS IT TOO LATE?
12. 12. clients SMARTS 02 gravitate to
13. 13. what IMPACT can you make?
14. 14. lynnwintermn we must be KEY contributors if we want to be RELAVANT.
15. 15. + specialize in want they need + give unsolicited advice + make confident & quick decisions + challenge them + make small talk
16. 16. we are more INVESTED 03
17. 17. they are not regularly drinking the KOOL-AID
18. 18. lynnwintermn we should assume clients are missing KEY pieces to the puzzle
19. 19. open source communities should ALWAYS leave the web a better place CLIENT EDUCATION is our responsibility
20. 20. + find their motivation + explain the why + respect different learning styles + learn by doing + continue to guide + find their motivation + explain the why + respect different learning styles + give hands-on experiences
21. 21. clients are HUMANS 04
22. 22. lynnwintermn are we too busy to stop and think about the doing the work? PEOPLE
23. 23. go beyond a partner and become a FRIEND
24. 24. + get to know them + visit their home + be their wingman + help them grow + listen closely + be honest DO
25. 25. + make promises you cant keep + disappear + tell them what they want to hear + require them to pay for lunch + point to the friend contract DONT
26. 26. PROCESS be your05
27. 27. lynnwintermn your process can be as long as you BELIEVE in it. ANYTHING
28. 28. the specific steps arent important it is the HOW & WHY that matter
29. 29. your team must believe in the VALUE first. you cannot REGURGITATE!
30. 30. then help your clients really SEE your process
31. 31. you FIRST 06 must commit
32. 32. how will you manage your FREEDOM?
33. 33. lynnwintermn QUESTION. when our leadership and commitment is projectMISSING direction and authority is in
34. 34. commit EARLY
35. 35. commit in WRITING
36. 36. SHARE your internal budget on a scheduled basis
37. 37. PRIORITIZE and firmly document scope boundary
38. 38. people QUIT 07
39. 39. lynnwintermn are clients set-up to FAIL from the start?
40. 40. + find their motivation + identify fears & shortcomings + help them shine + visit unannounced + do their work + publically shame + charge a late fee
41. 41. it is CRITICAL to identify the pattern before they are already GONE
42. 42. trust your INSTINCTS 08
43. 43. it wasnt so BAD last time
44. 44. I can CHANGE
45. 45. it will be DIFFERENT next time
46. 46. lynnwintermn red flags cannot be ignored as history will REPEAT itself
47. 47. what can YOU do to make it MANAGEABLE?
48. 48. slideshare.net/winterlynn/ lynnwintermn.com CONNECT!